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    publié le 30/04/2009

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    International negotiation: Human sides and keys to a successful negotiation

    Document de 4 pages au format PDF

    RÉSUMÉ

    Even if it is hard to fully describe any national or cultural approach to negotiation (any profile depends on many contextual factors such as the time, the situation, the relationship between parties...), some generalizations or some frameworks can be useful in a situation of cross-cultural negotiation. It can be useful to make the negotiation more powerful, but more importantly to avoid misunderstandings and human conflicts due to different cultural perceptions. In fact, some habits that seem to be ‘normal' for us are closely linked to our culture, our thinking model.

    AUTRES

    In this essay, some generalizations about cultural and national approaches to negotiation will be outlined. They should be taken as a series of starting points rather than definitive descriptions, since cultural groups are too diverse and changing contexts too influential to be described reliably. Cultural aspects are reflected in a various set of items that we can analyze. Most obvious are time and space perception, nonverbal communication, body language and behavior (...)

    Contents:

    Introduction

    I) To what extent can we say that negotiating is cultural?

    A. Time perception
    B. Perception of space
    C. Behavior and body language

    Conclusion: The Evolution of Negotiation

    II) Personality is important to analyze: Some hard-to-handle negotiators' profiles

    III) Some concrete advice to start a negotiation

    4

    Docs en anglais publié le 30/04/2009

    3,60 €

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    Auteur du document

    Wildangel

    Activité et Formation

    Stratégie financière
    Stratégie Marketing
    Anglais
    Espagnol
    Informatique et Multimédia
    Sécurité - Cryptographie
    Réseaux
    Economie et Management
    Nouveaux usages des TICs

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